Spider Juice Technologies and Tim O'Keefe blog.

February 15, 2006

Some Thoughts On Persuasion

I experienced some interesting lessons in persuasion personified lately. So I thought I would pass them along to you.

The other day my wife tells me that she is going to buy flowers for the two kids teachers.

My cheapo-kneejerk reaction was to say, "don't spend more than about $20 each". She replies immediately, "It isn't like I am going to spend $60 each for goodness sake".

I remember my brain going into a wierd spin and agreeing with her without any choice.

What she did of course (unbeknownst to her) is deframe my point of reference thru a psychological technique that is used in sales all the time. Tony Robbins calls it "Comparing and Contrasting". We see marketers use this pricing structures all the time.

And another distinction was a telemarketer calling me today for a survey about the state of the business climate from a small business persepctive. I told her, "I work too many hours as it is, I really don't have time".

It then struck me. Most small businesses that are doing well will probably not have the time to take the survey. So the only people that do answer will be small businesses that think the state of the business climate is bad.

Again as to take from Tony Robbins, and I paraphrase, "The power of the answer comes from the question."

Comments

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Must say your comments on this post and in "How to be all things to all people" are absolutely true facts.
The National Realtor Association in its effort to bring value to its members and justify the high membership fees created the online real estate web sites.But you know something,the people in the trenches out in the streets selling real estate(specially the new licensees)find no correlation to the image portrayed or promoted by the NAR and the perception of the first time buyers or even sellers.They actually do not see any difference in a "Realtor" compare to a R.E.Salesperson.I have plenty of evidence to support this,having done a very long(many years) survey in all income brackets and demographics(many households).Notice that the surveys conducted by the NAR are only for three months.
The reason your site grabed my attention is the Unique Selling Proposition concept.In todays saturated and over regulated(monopolized by the NRA) R.E.selling enviroment it is very difficult to develop a USP that really works, or that is not copy or imitated by another desperate,frustrated Realtor.